Role Title: Senior Manager, Customer Deal Desk
Work Location: Bengaluru Experience Level: 15+ years
1. About the Company/Team
Oracle’s Customer Deal Desk team plays a critical role in enabling high-value customer engagements by supporting complex commercial transactions, contract administration, and deal governance. The team partners closely with Sales, Legal, Finance, Revenue Recognition, Order Management, Business Development, and Operations to structure customer-ready contracts that align with corporate policies, business objectives, and risk management standards.
This role sits at the intersection of commercial strategy, operational excellence, stakeholder management, and people leadership. The team is focused on improving deal velocity, maintaining contract quality, strengthening compliance, and enabling scalable sales execution across multiple lines of business and geographies.
2. Job Summary
We are looking for a Senior Manager, Customer Deal Desk to lead contract administration and deal desk operations for complex, high-value customer engagements. The role is responsible for managing teams involved in contract preparation, negotiation support, approvals, audits, quality assurance, process improvements, and stakeholder collaboration.
The ideal candidate will bring strong commercial acumen, deep understanding of contract operations, excellent people leadership skills, and the ability to manage cross-functional relationships in a fast-paced, global environment. This role requires a leader who can balance business enablement with policy adherence, risk mitigation, operational efficiency, and team development.
3. Key Responsibilities
- Lead and manage contract administration activities to ensure commercial contracts, licensing agreements, and related documents are prepared, reviewed, negotiated, and accepted in line with corporate policies.
- Partner closely with Legal, Sales, Business Development, Order Management, Revenue Recognition, Finance, and other stakeholders to resolve deal-related issues and ensure required approvals are obtained.
- Manage and supervise drafting processes involving highly complex or non-standard contracts across multiple lines of business, countries, and stakeholder groups.
- Drive operational excellence by monitoring team performance, improving productivity, tracking KPIs, increasing process efficiency, and implementing best practices.
- Lead quality assurance efforts, including periodic audits of executed contracts, to ensure policy compliance, technical accuracy, and consistent quality standards.
- Manage escalations effectively by keeping communication channels open with internal stakeholders and ensuring timely resolution of business-critical issues.
- Build, develop, coach, and retain a high-performing team by setting balanced goals, conducting regular one-on-ones, supporting career development plans, identifying training needs, and maintaining succession plans.
4. Qualifications & Skills
Mandatory
- 15+ years of relevant experience in deal desk operations, contract administration, commercial contracts, sales operations, legal operations, finance operations, or a related function.
- Strong experience managing complex commercial contracts, including contract drafting, review, negotiation support, approvals, and compliance.
- Proven people management experience, including leading individual contributors and managers, setting goals, coaching teams, managing performance, and supporting career development.
- Strong understanding of corporate policies, contractual risk mitigation, business terms, approval workflows, and compliance requirements.
- Demonstrated ability to work cross-functionally with Sales, Legal, Finance, Revenue Recognition, Order Management, Business Development, and Operations teams.
- Strong analytical, problem-solving, communication, and stakeholder management skills.
- Ability to drive operational excellence through KPI management, process improvement, quality assurance, audits, and productivity initiatives.
Good-to-Have
- Experience working in a global technology, SaaS, cloud, enterprise software, or licensing-driven business environment.
- Exposure to revenue recognition principles, order management processes, sales contracting systems, or quote-to-cash workflows.
- Experience leading process transformation, automation, standardization, or shared services initiatives.
- Familiarity with contract lifecycle management tools, CRM systems, approval platforms, or deal governance workflows.
- Experience designing and delivering training programs for new hires or existing teams.
- Ability to influence senior stakeholders and support strategic decision-making in high-pressure deal cycles.
5. Self-Assessment Questions
Candidates may reflect on the following questions to assess their fit for the role:
- Have I managed complex commercial contracts, including drafting review, negotiation support, approvals, and compliance with corporate policies?
- Do I have strong experience leading teams, including managers and individual contributors, while driving performance, development, retention, and succession planning?
- Am I comfortable partnering with Sales, Legal, Finance, Revenue Recognition, Order Management, and other stakeholders to resolve complex deal and contract issues?
- Have I successfully improved operational performance through KPIs, audits, process improvements, quality standards, or productivity initiatives?
- Can I manage escalations, non-standard contracts, and high-pressure deal cycles while balancing customer needs, business priorities, and risk mitigation?
Career Level - M3